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How effectively is your sales organization operating? Take our quick quiz to get a clearer understanding of how you measure up.
Home | Sales Force Effectiveness Quiz


Our Sales Force Effectiveness Quiz is a fast, easy way to identify the critical issues affecting your Advertising Sales Department. It is designed to assist you in isolating the barriers to maximizing success and performance in the local retail marketplace. It has been developed to provide an objective 'snapshot' of your department's ability to operate in today's fast-paced and competitive environment.

Indicate a positive or negative response to the following statements based on their relevance to the current situation in your local retail department.

1. Local retail lineage has been declining, stagnant, or growing only marginally over the past several years.
2. We have become reliant on rate to achieve revenue growth.
3. The size of our local retail sales force has declined or has not changed despite increased lineage and revenue expectations.
4. The market for local advertising dollars has become increasingly competitive.
5. We want to grow our account base but lack the information and tools to prospect effectively.
6. More up-to-date and accurate data would help to support advertising management decision-making.
7. The client/sales related data and analysis, residing in our mainframe computer system is difficult to access and work with.
8. We know that if we had the resources and information, we could grow revenue and lineage and capitalize on opportunities in the local marketplace.
9. Our sales territories/segment have not been adjusted/reviewed for some time and/or are not clearly defined.
10. Re-aligning our sales territories and/or re-allocating our sales reps could improve performance and reduce the costs of sales.
11. New niche competitors have emerged in the local marketplace.
12. In general, we have experienced circulation declines or stagnant circulation over the past 3 years.
13. We recognize the need to realign our territories, but lack the internal resources to do it.

Rating Guide

1-5 Positive Responses: You are in good shape and reasonably well positioned to deal with the demands of the future. Minimal work may be required to maximize performance and efficiency.

6-9 Positive Responses: Action is required! Taking action will improve sales force effectiveness, could generate growth opportunities will be missed. Holding the line against competitive forces will be a challenge. It is possible to resolve this situation.

10-13 Positive Responses: The situation is urgent. Lack of action will lead to even bigger problems, and growth opportunities will be missed. Holding the line against competitive forces will be a challenge. The situation can be resolved, however.

How your department is scored is not an indication of how it is managed. Your score is meant to serve as an objective guideline of where you are currently positioned. It should provide you directional level "food for thought!" The higher your score, the more urgent the need for action.

Evaluate your score with the help of our experts.
Complete this quick form for more insight into your results.
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